When Performance Matters

Consultative Selling Training

Frustrated with 'generic' consultative selling training that has little impact?

The capabilities needed by sales people to use genuine Consultative Selling skills have developed significantly in the last 7 years. No longer is it good enough to have good questioning skills to understand needs and to be able to offer real benefits.

Good consultative selling is much more about adding value by challenging the customers’ view of the world through sound analysis and genuine insight. The role has shifted because customers have less time, more options and need to see value straight away. Sales people who think consultative selling is about information gathering and good questioning are missing a critical piece of the puzzle.

Since the GFC and a flattening of the world economy, more competition means you have to differentiate early.

Beware of ‘standardised’ views of consultative selling skills training. Most of what was created in the 70’s and 80’s is outdated and has much less impact than it did.